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After you have mastered the material in this chapter, you will be able to: Understand the full meaning of leadership and see the leadership potential in yourself and others, recognize and facilitate the six fundamental transformations in today’s organizations and leaders, identify the primary reasons for leadership derailment and the new paradigm skills that can help you avoid it,. | Part V SALES FORCE ACTIVITIES Chapter 9: Leadership Management Skills Effective Sales Management Leadership Leadership Skills Leadership Functions Empowerment Intuition Self-understanding Vision Value Congruence Situational Transformational Transactional Coaching Team Building Sales Meetings Using Power Managing Change Leadership Style Leadership Overview Leading Versus Managing Managers Leaders Administer Innovate Maintain Develop Control Inspire Ask How and When Ask What and Why Short-term View Long-term View Accept the Status Quo Challenge the Status Quo Do Things Right Do the Right Things Personal vs. Organizational Needs Personal Goals Organizational Goals Want a feeling of power Seek personal pleasure Desire job security Meet new challenges High pay Control sales force costs Meet sales & profit objectives Meet customer retention goals Meet administrative requirements Increased “share of the customer” 10 Leadership Skills Intuition Value Congruence Self-understanding Vision Empowerment Leadership skills “HAVING A LITTLE CHAT” “Jennifer, I thought we’d have a little chat. I don’t get the pleasure of just talking with you very often. I guess we just tend to spend most of our time on our problems. Good people like you tend to be taken for granted. This is your sixth year with us, right? I wanted to let you know that it has been a pleasure working with you over that time. Incidentally, I was a little surprised to hear that some of your customer reports have been incomplete. Some of the clerks have even had to call some of your people in order to fill in the missing information. “I told them that you’re probably so busy out there getting us so much business that you’re tired when it comes to the reports. But it would save us time and money if you could be more complete. I’m sure you’ll take better care of this in the future. That’s what gives me so much pleasure in dealing with pros like you. See a problem. Fix it. No big deal. Anyway, I know you’ll take care of . | Part V SALES FORCE ACTIVITIES Chapter 9: Leadership Management Skills Effective Sales Management Leadership Leadership Skills Leadership Functions Empowerment Intuition Self-understanding Vision Value Congruence Situational Transformational Transactional Coaching Team Building Sales Meetings Using Power Managing Change Leadership Style Leadership Overview Leading Versus Managing Managers Leaders Administer Innovate Maintain Develop Control Inspire Ask How and When Ask What and Why Short-term View Long-term View Accept the Status Quo Challenge the Status Quo Do Things Right Do the Right Things Personal vs. Organizational Needs Personal Goals Organizational Goals Want a feeling of power Seek personal pleasure Desire job security Meet new challenges High pay Control sales force costs Meet sales & profit objectives Meet customer retention goals Meet administrative requirements Increased “share of the customer” 10 Leadership Skills Intuition Value Congruence Self-understanding Vision .
